HOIS. 


SECTION  OF  FOREIGN  MARKETS. 


BY 


FRANK  FL  HITCHCOCK, 

Chief. 


Reprint  from  Yearbook  of  Department  of  Agriculture  for  1897. 


WORK  OF  THE  DEPARTMENT  FOR  THE  FARMER. 


The  papers  in  the  Yearbook  under  the  above  heading  were  prepared 
by  special  direction  of  the  Secretary  of  Agriculture  in  accordance 
with  the  instructions  contained  in  the  following  letter,  a  copj7  of  which 
was  addressed  to  the  chiefs  of  the  various  bureaus,  divisions,  and 
offices,  “outside  of  those  that  are  purely  administrative:” 

U.  S.  Department  of  Agriculture, 

Office  of  the  Secretary, 
Washington ,  D.  C.,  September  18 ,  1897. 

Sir:  It  is  my  desire  that,  in  addition  to  such  other  suitable  articles  as  may  he 
necessary,  the  forthcoming  Yearbook,  1897,  should  contain  an  article  from  each 
chief  of  bureau,  division,  and  office  outside  of  those  that  are  purely  administra¬ 
tive,  which  shall  set  forth  in  plain  terms  the  relation  of  the  work  of  his  bureau, 
division,  or  office  to  the  farmer.  The  existence  of  the  Department  is  justified 
precisely  so  far  as  it  aids  the  farmer  to  be  a  successful  farmer,  and  my  desire  is 
that  the  article  called  for  should  present  clearly  to  the  reader  just  how  the  divi¬ 
sion  of  the  work  in  your  charge  achieves  that  purpose.  Let  it  be  such  a  paper 
as  you  would  prepare  to  present  to  a  body  of  farmers  of  average  intelligence,  or 
before  a  committee  of  Congress  inquiring  into  the  purpose,  character,  and  practi¬ 
cal  utility  of  your  work. 

Very  respectfully, 

James  Wilson,  Secretary. 


38^ 


9 


1 

9 

3 

1 


CONTENTS. 


Introduction _ _ _ _ _ 

Our  dependence  upon  foreign  markets _ _ 

Increasing  competition _ 

Agrarian  opposition  to  our  farm  products _ 

Failure  of  our  producers  to  study  foreign  wants 

The  British  bacon  market _ 

Importance  of  studying  foreign  requirements  . 

Subjects  investigated. .  _ . . . ' _ 

Information  disseminated _ _ _ 

Sources  of  information _ _ _ _ 

Consular  reports _ _ _ 

Need  of  special  agents  abroad _ _ 

Agricultural  attaches _ _ _ _ 

Foreign  crop  reports _ _ _ 

Practical  results  of  the  work _ 

Our  exports  of  butter _  _ _ 

American  horses  abroad .  . . 

A  foreign  market  for  American  corn _ 

Conclusion _ _  _ _ _ _ _ _ 


Page. 

270 

270 

270 

271 

271 

272 

272 

273 
273 

273 

274 
274 

274 

275 

276 

276 
‘  277 

277 

278 


hi 


f 


p  909 


[Reprint  from  Yearbook  of  Department  of  Agriculture  for  1897.] 


SECTION  OF  FOREIGN  MARKETS. 


By  Frank  H.  Hitchcock,  Chief.  • 
INTRODUCTION. 


A 


Agricultural  productiveness  in  the  United  States  far  exceeds  the 
consuming  capacity  of  our  population.  After  domestic  requirements 
have  been  amply  supplied  there  remains  each  year  a  vast  surplus  of 
farm  produce  that  must  either  be  disposed  of  abroad  or  become  a 
burden  upon  the  home  market.  The  slightest  excess  of  supply  over 
demand  leads  to  a  depression  of  prices,  and  when  the  excess  is  large, 
as  frequently  happens  in  this  country,  there  is  always  danger  of  a 
serious  decline  in  values  and  consequent  loss  to  the  producer.  In 
order  to  prevent  the  glutting  of  our  own  market  and  its  attendant 
evils,  the  surplus  production  of  American  agriculture  must  be  shipped 
to  other  countries.  The  extension  of  our  export  trade  in  agricultural 
commodities  is  therefore  a  matter  of  the  highest  moment  to  the  farm¬ 
ing  community.  For  the  purpose  of  aiding  in  this  important  object 
the  Department  of  Agriculture  lias  established  the  Section  of  Foreign 
Markets. 


OUR  DEPENDENCE  UPON  FOREIGN  MARKETS. 

The  extent  to  which  we  have  become  dependent  upon  foreign  mar¬ 
kets  for  the  disposal  of  our  surplus  products  of  the  farm  is  shown  bjT 
the  fact  that  during  the  past  fiscal  year  (1897)  our  agricultural  exports 
amounted  in  value  to  $689,755,193.  This  enormous  sum,  comprising 
fully  two-thirds  of  the  total  value  of  all  exports,  represents  a  branch 
of  our  foreign  trade  that  is  well  worth  fostering. 

INCREASING  COMPETITION. 

In  the  earlier  stages  of  our  agricultural  development  we  found  it 
comparatively  easy  to  market  our  farm  products  abroad.  The  won¬ 
derful  agricultural  resources  of  the  country,  far  surpassing  those  of 

the  older  European  nations,  gave  us  a  ready  mastery  of  the  situation. 

270 


WORK  OF  THE  DEPARTMENT  FOR  THE  FARMER. 


271 


J  here  were  no  competitors  formidable  enough  to  endanger  our  con¬ 
trol  of  the  trade.  But  the  situation  to-day  is  changed.  Powerful 
rivals  now  confront  us  in  our  contest  for  the  world’s  markets.  The 
fertile  grain  fields  of  Russia  and  of  Argentina  offer  their  abundant 
product  to  the  importing  nations  of  Europe  at  prices  we  find  it  diffi¬ 
cult  to  meet.  The  marvelous  agricultural  possibilities  of  Australasia 
are  becoming  more  fully  recognized  as  with  each  succeeding  year  still 
larger  quantities  of  produce  from  that  distant  country  are  placed 
upon  the  European  market.  Our  neighbor  Canada  has  also  made 
astonishing  progress  in  some  directions,  and  is  now  one  of  our  most 
successful  competitors  in  supplying  meats  and  dairy  products  to  the 
British  people.  Even  the  older  countries  of  Europe  show  in  some 
instances  a  surprising  development  in  certain  lines  of  agricultural 
production,  as,  for  instance,  the  rapidly  increasing  output  of  butter  in 
Denmark.  From  such  changes  as  these  a  much  fiercer  struggle  among 
the  competing  countries  has  resulted,  and  if  in  the  face  of  this 
stronger  competition  we  are  to  maintain  our  supremacy  in  the  world’s 
markets,  it  will  require  on  the  part  of  our  exporters  a  more  deter¬ 
mined  and  persistent  effort  than  has  hitherto  been  necessary. 

AGRARIAN  OPPOSITION  TO  OUR  FARM  PRODUCTS. 

In  addition  to  the  growing  competition  we  are  compelled  to  meet 
because  of  recent  agricultural  development  in  other  parts  of  the 
world,  we  now  find  a  serious  obstacle  confronting  us  in  the  active  hos¬ 
tility  that  is  being  exhibited  toward  our  agricultural  products  by  the 
agrarian  population  of  certain  European  countries  where  we  formerly 
possessed  a  profitable  market.  Yielding  to  the  pressure  brought  to 
bear  by  the  agrarian  classes,  who  see  in  the  successful  competition  of 
American  products  a  dangerous  menace  to  their  own  interests,  the 
governments  of  these  countries  have  in  several  instances  sought  to 
limit  importation  from  the  United  States  by  the  imposition  of  unwar¬ 
ranted  restrictions.  These  unfair  acts  of  discrimination,  together 
with  certain  criticisms  of  our  products  that  appear  also  to  have 
emanated  from  the  agrarians,  have  had  a  tendency  in  some  countries 
to  create  an  unfounded  prejudice  against  the  character  of  American 
goods  in  general,  and  this  prejudice  it  has  been  very  difficult  to  over¬ 
come. 


FAILURE  OF  OUR  PRODUCERS  TO  STUDY  FOREIGN  WANTS. 

Another  impediment  to  the  extension  of  our  export  trade  is  the 
failure  on  the  part  of  our  producers  to  give  sufficient  attention  to  the 
peculiarities  of  taste  that  often  prevail  in  the  foreign  markets  they 
are  attempting  to  supply.  A  notable  example  of  this  is  found  in  the 
character  of  the  bacon  we  send  to  the  United  Kingdom. 


272  YEARBOOK  OF  THE  DEPARTMENT  OF  AGRICULTURE. 


THE  BRITISH  BACON  MARKET. 

To  supply  the  present  demand  of  the  British  market  requires  the 
importation  of  more  than  500,000,000  pounds  of  bacon  a  year.  This 
bacon  is  procured  almost  entirety  from  three  countries,  the  United 
States,  Denmark,  and  Canada.  Although  the  United  States  is  still 
the  chief  source  of  supply,  the  quantity  purchased  from  this  country 
is  decidedly  smaller  than  it  was  five  or  six  years  ago.  On  the  other 
hand,  the  British  have  greatly  increased  their  importations  of  Danish 
and  Canadian  bacon.  An  inquiry  into  the  reason  for  this  change  in 
the  course  of  trade  discloses  the  fact  that  our  bacon  is  not  so  well 
adapted  to  the  requirements  of  the  British  market  as  is  that  imported 
from  Denmark  and  Canada.  The  article  produced  in  the  United 
States  is  chiefly  corn-fed  bacon,  and  although  regarded  with  high 
favor  in  our  own  markets,  it  carries  altogether  too  much  fat  to  suit 
the  taste  of  the  English  consumer.  Denmark  and  Canada  furnish  a 
much  leaner  grade  of  bacon.  Their  producers  have  studied  the 
peculiar  wants  of  the  British  market,  and  with  such  success  that  they 
are  already  making  important  inroads  upon  our  trade.  The  Danish 
and  Canadian  brands  of  bacon  are  regarded  in  Great  Britain  as  being 
so  far  superior  to  ours  that  the  price  paid  for  them  is  several  cents  a 
pound  higher.  As  we  send  annually  to  the  British  market  more  than 
300,000,000  pounds  of  this  product,  the  loss  of  only  a  few  cents  in  the 
price  per  pound  makes  an  enormous  difference  in  the  profits  of  the 
trade.  It  will  therefore  be  to  the  interest  of  our  producers,  in  pro¬ 
viding  bacon  for  the  British  trade,  to  give  more  attention  to  the 
peculiar  wants  of  the  people  to  be  supplied,  for  in  this  way  onty  can 
a  profitable  development  of  our  export  business  be  accomplished. 

IMPORTANCE  OF  STUDYING  FOREIGN  REQUIREMENTS. 

These  facts  relative  to  our  export  trade  in  bacon  show  how  impor¬ 
tant  it  is  for  our  exporters  to  familiarize  themselves  with  the  exact 
requirements  of  the  markets  sought.  In  the  face  of  the  keener  com¬ 
petition  that  is  now  being  waged  by  the  great  producing  countries, 
this  policy  becomes  all  the  more  essential.  Not  only  must  the  goods 
offered  be  of  the  highest  grade  and  quality,  but  they  must  also  be 
adapted  in  every  particular  of  style  and  flavor  to  the  peculiar  taste 
or  fancy  of  the  desired  purchaser.  Even  the  nature  of  the  receptacle 
or  covering  in  which  the  goods  are  sold,  the  size  and  shape  of  the 
package,  must  be  regarded.  These  minor  requirements  of  the  trade 
differ  materially  in  different  countries.  The  style  of  package  that  is 
popular  in  one  quarter  may  prove  to  be  a  decided  disadvantage  in 
another.  Only  recently  our  exporters  discovered  that  one  of  the 
reasons  why  American  butter  did  not  find  a  readier  sale  in  England 
was  because  it  has  been  the  practice  to  ship  it  in  round  tubs,  such  as 
are  commonly  used  for  packing  the  article  in  the  United  States, 


WORK  OF  THE  DEPARTMENT  FOR  THE  PARMER. 


273 


whereas  the  customs  of  the  British  market  make  a  square  package 
more  desirable.  In  order  to  compete  successfully  in  the  butter  mar¬ 
kets  of  the  United  Kingdom,  therefore,  American  exporters  find  it 
almost  as  essential  to  regard  this  preference  for  a  square  package  as 
it  is  to  satisfy  the  British  taste  in  respect  to  the  color  and  flavor  of 
the  article  itself. 

Upon  the  careful  observance  of  such  matters  of  taste  and  custom 
as  are  illustrated  by  these  references  to  our  foreign  trade  in  bacon  and 
butter  depends  very  largely  our  future  success  in  competing  with 
other  nations  for  the  world’s  markets.  In  this  contest  for  trade  the 
first  requisite  is  a  thorough  knowledge  of  the  conditions  to  be  met. 
To  assist  in  supplying  such  a  knowledge  is  the  object  of  the  Section 
of  Foreign  Markets. 

SUBJECTS  INVESTIGATED. 

With  this  end  in  view  the  agricultural  resources  of  foreign  coun¬ 
tries  are  carefully  investigated.  It  is  important,  first  of  all,  to  learn 
what  these  countries  produce  from  their  own  soil  and  how  far  their 
products  meet  the  requirements  of  their  population,  the  purpose 
being  to  determine  the  extent  to  which  they  are  likely  to  become 
dependent  upon  outside  sources  for  their  supply.  Special  attention 
is  given  to  the  character  of  each  country’s  import  trade.  The  na¬ 
ture,  extent,  and  source  of  the  imported  commodities  are  examined, 
to  ascertain  what  possibility  there  is  for  successful  competition  on 
the  part  of  our  own  producers.  At  the  same  time  the  export  trade 
of  the  United  States  is  closely  watched.  Eveiy  significant  change 
in  the  quantity  of  a  product  marketed  abroad  is  noted.  In  cases  of 
declining  trade  the  cause  is  inquired  into  and  a  remedy  sought, 
while  evidences  of  growth  in  any  direction  are  studied  with  the  hope 
of  promoting  still  further  expansion. 

INFORMATION  DISSEMINATED. 

The  results  of  these  investigations,  supplemented  by  practical  infor¬ 
mation  regarding  transportation  facilities,  customs  duties  and  regu- 

% 

lations,  equivalents  of  foreign  money,  weights  and  measures,  rates  of 
exchange,  etc.,  are  given  to  the  public  in  the  form  of  bulletins  and 

circulars.  Much  information  is  also  disseminated  in  response  to 

/ 

inquiries  that  come  through  the  mails.  The  large  number  of  such 
inquiries  received  and  the  numerous  requests  that  are  made  for  the 
publications  of  the  section  show  that  our  farmers  are  beginning  to 
recognize  more  fully  the  importance  of  a  foreign  market. 

SOURCES  OF  INFORMATION. 

In  the  work  of  gathering  facts  regarding  commercial  opportunities 
abroad  much  valuable  information  is  derived  from  the  official  returns 
of  international  trade  published  by  the  several  countries,  and  also 


274  YEARBOOK  OF  THE  DEPARTMENT  OF  AGRICULTURE. 

from  the  reports  issued  by  foreign  agricultural  bureaus.  In  addition 
to  these  important  official  documents,  various  unofficial  publications, 
such  as  the  reports  of  boards  of  trade,  chambers  of  commerce,  agri¬ 
cultural  societies,  and  similar  organizations,  as  well  as  all  other  avail- 
aide  sources  of  published  information,  are  utilized. 

CONSULAR  REPORTS. 

Through  the  courtesy  of  the  State  Department  the  Section  of  For¬ 
eign  Markets  has  also  been  enabled  to  avail  itself  to  some  extent  of 
the  services  of  the  United  States  consular  officers  stationed  abroad. 
The  promotion  of  our  commercial  interests  is  the  most  important  duty 
of  these  officials,  and  they  possess  exceptional  opportunities  for  this 
work.  Residence  at  the  place  of  investigation  naturally  brings  them 
into  close  touch  with  the  trade  situation  and  gives  them  every  facility 
for  ascertaining  the  possibilities  of  the  market.  With  the  intimate 
knowledge  of  local  conditions  thus  acquired,  they  are  able  to  render 
great  assistance  to  our  exporters.  The  reports  they  have  furnished 
the  section,  in  response  to  circular  letters  of  inquiry  regarding  oppor¬ 
tunities  for  the  disposal  of  American  products  in  their  respective 
districts,  have  contained  much  timely  information.  This  information 
has  been  published  in  the  bulletins  of  the  section  and  has  added 
much  to  their  practical  value. 

NEED  OF  SPECIAL  AGENTS  ABROAD. 

While  the  Section  of  Foreign  Markets  has  received  much  valuable 
assistance  through  the  cooperation  of  United  States  consuls,  these 
officials  have  important  duties  in  other  directions,  and  the  extent  to 
which  they  can  be  called  upon  to  furnish  information  for  the  use  of 
the  Department  of  Agriculture  is  necessarily  limited.  The  work 
would  be  greatly  facilitated,  therefore,  by  the  employment  of  special 
agents  to  carry  on  certain  lines  of  investigation  abroad.  For  the 
purposes  desired,  special  agents  of  the  Department  would  have  a 
great  advantage  over  our  consular  officials  in  being  able  to  devote 
their  attention  exclusively  to  this  branch  of  inquiry,  and  also  in  the 
important  fact  that  they  could  travel  from  place  to  place,  whereas 
our  consuls  must  necessarily  confine  their  investigations  very  largely 
to  the  district  in  which  they  are  stationed.  The  work  of  special 
agents  abroad,  if  properly  directed,  could  undoubtedly  be  made  to 
yield  results  of  great  value. 

AGRICULTURAL  ATTACHES. 

The  recommendations  elsewhere  made  by  the  Secretary  of  Agricul¬ 
ture  in  regard  to  the  appointment  in  certain  countries  of  agricultural 
experts  as  attaches  to  our  embassies  and  legations  justify  the  con- 


WORK  OF  THE  DEPARTMENT  FOR  THE  FARMER. 


275 


sideration  here  of  the  various  ways  in  which  such  representatives 
could  further  the  work  of  this  section.  Under  such  an  appointment, 
the  representative  charged  with  the  sole  duty  of  looking  after  the 
interests  of  American  agriculture  in  the  country  to  which  lie  is 
accredited  would  be  capable  of  rendering  important  services  to  our 
agriculturists.  Residing  at  the  seat  of  government,  he  would  have 
an  excellent  opportunity  to  watch  the  course  of  legislation  there  and 
to  keep  our  Government  informed  regarding  all  measures  likely  to 
affect  the  agricultural  interests  of  the  United  States,  as,  for  instance, 
changes  in  tariff  rates  or  restrictions  of  any  kind  placed  on  the  impor¬ 
tation  of  American  goods.  He  would  also  be  in  a  favorable  position 
to  investigate  certain  complaints  against  our  products  and  to  deter¬ 
mine  whether  or  not  they  are  well  founded,  a  service  that  is  sorely 
needed  in  some  lines  of  trade.  In  this  and  various  other  ways  he 
could  be  of  great  service  to  the  American  producer. 

FOREIGN  CROP  REPORTS. 

One  of  the  important  duties  that  could  be  required  of  an  agricul¬ 
tural  attache  would  be  to  keep  our  farmers  regularly  informed  as  to 
crop  and  market  conditions  abroad.  Modern  transportation  facilities 
have  so  closely  united  all  countries  that  the  prices  of  the  leading 
products  of  agriculture  are  practically  uniform  throughout  the  world. 
It  is  the  relation  of  the  world’s  supply  to  the  world’s  demand  that 
determines  the  value.  The  price  of  wheat  established  at  Liverpool 
on  the  basis  of  the  world’s  production  and  requirements  fixes  the 
price  of  that  grain  in  the  markets  of  the  United  States  and  other 
countries.  It  is  therefore  a  matter  of  no  little  importance  to  our 
farmers,  for  guidance  in  the  sale  of  their  own  products,  to  have 
prompt  and  reliable  information  as  to  the  crops  of  other  nations. 
Information  on  this  subject  can  be  obtained  most  readily  at  the 
capitals  of  the  several  countries,  for  it  is  there  that  the  national  crop 

* 

reporting  service  is  almost  invariably  centered.  Our  embassies  and 
legations  have  from  time  to  time  reported  in  reference  to  crop  pros¬ 
pects  abroad,  but  not  with  sufficient  regularity  or  promptness  to  make 
the  information  particularly  useful.  If  each  embassy  or  legation 
had  a  special  attache  whose  exclusive  duty  it  should  be  to  furnish  our 
Government  with  all  available  information  regarding  the  agricultural 
situation  in  that  country,  it  would  doubtless  lead  to  a  much  more 
efficient  service  in  this  important  matter. 

With  the  additional  information  that  could  be  furnished  along 
these  lines  by  agricultural  attaches  stationed  at  foreign  capitals,  and 
by  an  intelligent  corps  of  special  agents  carrying  on  investigations 
abroad,  it  is  believed  that  the  work  of  extending  our  agricultural 
export  trade,  in  which  the  Section  of  Foreign  Markets  is  so  actively 
interested,  could  be  rendered  far  more  effectual. 


276  YEARBOOK  OF  THE  DEPARTMENT  OF  AGRICULTURE. 


PRACTICAL  RESULTS  OF  THE  WORK. 

To  illustrate  the  value  of  the  information  that  is  being  collected 
regarding  opportunities  for  the  extension  of  our  export  trade  in  farm 
products,  and  the  practical  work  that  is  being  accomplished  as  a  result 
of  such  investigations,  a  brief  review  of  what  the  Department  of 
Agriculture  is  doing  to  increase  our  exports  of  butter  may  be  of 
interest. 

OUR  EXPORTS  OF  BUTTER. 

The  United  Kingdom  is  the  principal  butter  market  of  the  world. 
During  the  calendar  year  1807,  according  to  the  British  trade  statistics, 
the  total  importations  reached  the  enormous  aggregate  of  360,393,712 
pounds,  valued  at  $77,459,647.  Of  this  amount,  less  than  5  per  cent 
came  from  the  United  States.  The  chief  source  of  the  British  supply 
has  been  Denmark.  Of  the  butter  imported  during  1897,  fully  40  per 
cent  was  of  Danish  origin.  About  14  per  cent  was  furnished  by 
France,  9  per  cent  by  Sweden,  and  8  per  cent  by  the  Netherlands. 
While  it  is  true  that  these  European  countries  are  all  more  con- 
veniently  situated  as  regards  proximity  to  the  British  market  than  is 
the  United  States,  the  modern  system  of  transporting  butter  under 
refrigeration  renders  this  an  advantage  of  little  importance,  and  it 
should  be  easily  offset  by  the  superiority  of  our  agricultural  resources. 
The  failure  of  the  United  States  to  compete  more  successfully  in  the 
British  butter  trade  can  no  longer  be  attributed  to  remoteness  from 
the  market.  Even  far  away  Victoria,  four  weeks  distant  by  steamer 
from  Liverpool,  sends  more  butter  to  the  United  Kingdom  than  we  do. 
The  British  import  trade  in  Australian  butter  has  sprung  up  almost 
entirely  within  the  past  decade,  and  now  each  succeeding  year  sees 
its  further  development.  Similarly,  there  has  been  a  rapid  increase 
during  the  last  few  years  in  the  importations  into  the  United  Kingdom 
of  Canadian  butter. 

In  view  of  the  important  gains  that  were  thus  being  made  by  our 
competitors  in  the  British  market,  coupled  with  ‘the  fact  that  a  sur¬ 
plus  production  of  butter  in  the  United  States  threatened  to  overstock 
our  own  markets  and  depress  prices,  the  Department  decided  to  take 
active  measures  for  the  extension  of  our  export  trade.  The  chief 
obstacle  to  be  overcome  in  the  accomplishment  of  this  purpose  was 
the  impression  prevalent  among  foreign  buyers  that  United  States 
butter  is  as  a  rule  inferior  to  that,  furnished  by  other  countries.  This 
impression  had  resulted  from  the  fact  that  in  past  years  it  was  a  com¬ 
mon  practice  to  send  abroad  only  our  lower  grades,  whereas  the 
British  consumer  generally  requires  the  very  best  obtainable.  In 
order  to  refute  this  unfavorable  opinion  of  our  butter  and  convince 
the  foreign  purchaser  of  its  superior  quality,  the  plan  of  making 
experimental  shipments  of  our  best  grades  to  the  British  market  has 
been  put  into  operation.  These  shipments,  made  under  the  direction 


WORK  OF  THE  DEPARTMENT  FOR  THE  FARMER. 


277 


of  the  dairy  division,  consist  of  selected  lots  of  the  finest  American 
creamery  butters,  prepared  with  special  reference  to  the  requirements 
of  the  foreign  consumer.  Thus  far  they  have  been  consigned  to  the 
London  market,  where  they  are  disposed  of  under  the  supervision  of 
a  representative  of  the  Department,  who  sees  that  each  package  is 
plainly  labeled  and  advertised  in  order  to  show  its  United  States 
origin.  In  this  way  it  is  hoped  to  remove  the  prejudices  that  have 
existed  abroad  in  regard  to  our  butter  and  to  prove  to  the  satisfaction 
of  the  British  importer  that  the  best  grades  produced  in  the  United 
States  compare  favorably  with  the  finest  received  from  other  coun¬ 
tries.  When  this  reputation  for  our  butter  is  once  fairly  established 
in  England  the  disposal  of  our  surplus  product  in  the  British  market 
will  be  a  matter  of  little  difficulty. 

AMERICAN  HORSES  ABROAD. 

Another  product  of  American  agriculture  for  which  the  Depart¬ 
ment  is  striving  to  create  a  wider  foreign  market  is  the  horse.  Ger¬ 
many,  the  United  Kingdom,  France,  and  Belgium  are  the  leading 
importers  of  this  animal.  The  number  imported  by  these  four  coun¬ 
tries  during  the  calendar  year  1896  amounted  to  210,323,  valued  at 
$33,119,125.  Of  this  number,  only  24,813,  valued  at  $3,717,748,  were 
purchased  from  the  United  States.  In  other  words,  our  farms  and 
ranches,  although  surpassing  those  of  any  other  nation  in  their 
advantages  for  the  raising  of  horses,  supply  the  principal  markets  of 
Europe  with  barely  more  than  one-tenth  of  their  requirements.  The 
opportunity  for  increasing  our  exportation  of  horses  is  a  most  promis¬ 
ing  one,  and  as  our  own  horse  market  is  frequently  in  a  sadly  over¬ 
stocked  condition,  every  effort  should  be  made  to  take  advantage  of 
the  opportunity.  With  this  purpose  in  view,  the  Department  lias 
instituted  an  investigation  regarding  the  exact  requirements  of  the 
principal  European  horse  markets.  Every  effort  is  being  made  to 
gather  accurate  information  as  to  the  styles  in  draft  and  road  horses 
preferred  at  each  market,  and  also  as  to  the  kind  of  horses  required 
by  the  several  European -'governments  for  army  purposes.  With 
information  of  this  nature  at  our  command  the  exportation  of 
horses  from  the  United  States  can  be  more  intelligently  and  more 
successfully  conducted. 

A  FOREIGN  MARKET  FOR  AMERICAN  CORN. 

The  movement  that  has  recently  been  set  on  foot  by  American  pro¬ 
ducers  to  extend  the  use  of  our  Indian  corn,  or  maize,  in  foreign  coun¬ 
tries  is  also  receiving  the  active  cooperation  of  the  Department  of 
Agriculture.  This  leading  cereal  crop  of  the  United  Slates  is  pro¬ 
duced  so  abundantly  by  our  farmers  that  its  disposal  at  a  profitable 
price  in  seasons  of  plentiful  harvest  is  extremely  difficult.  As  a 


278  YEARBOOK  OF  THE  DEPARTMENT  OF  AGRICULTURE. 

result  of  our  surplus  production,  corn  has  at  times  been  used  quite 
extensively  for  fuel  in  some  portions  of  the  West.  To  relieve  the 
overstocked  condition  of  our  own  markets  it  is  necessary  to  send 
more  corn  abroad.  Less  than  10  per  cent  of  our  total  product  is  at 
present 'marketed  in  foreign  countries,  and  as  we  produce  on  the 
average  about  four-fifths  of  the  world’s  crop,  the  field  for  the  devel¬ 
opment  of  our  export  trade  is  almost  unlimited.  If  a  sufficient  for¬ 
eign  demand  can  be  created  to  dispose  of  our  surplus  product  the 
value  of  this  important  cereal  will  be  materially  enhanced.  As  our 
average  crop  amounts  to  about  2,000,000,000  bushels,  every  cent  that 
can  be  added  to  the  price  of  corn  by  creating  a  larger  demand  abroad 
will  mean  an  increased  profit  to  the  American  farmer  of  $20,000,000. 
The  only  feasible  plan  to  bring  about  a  larger  demand  for  American 
corn  in  foreign  countries  seems  to  be  a  more  general  introduction  of 
this  grain  as  an  article  of  human  food.  The  Department  has  accord¬ 
ingly  inaugurated  a  special  inquiry  to  ascertain  what  are  the  possi¬ 
bilities  in  this  direction.  The  results  of  this  investigation  will  be 
published  in  the  near  future,  and  it  is  believed  that  the  information 
thus  disseminated  will  be  of  material  assistance  in  this  important 
undertaking. 

CONCLUSION. 

These  brief  references  to  the  efforts  that  are  being  made  by  the 
Department  of  Agriculture  to  increase  the  exportation  of  American 
butter,  American  horses,  and  American  corn  will  suffice  to  indicate 
the  great  possibilities  of  the  line  of  work  in  which  the  Section  of 
Foreign  Markets  is  engaged  and  its  practical  utility  to  the  farmer. 


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